1. Rhode Island College Certificate Program for Nonprofit Studies Summer Institute 2013 Michele R. Berard, MBA, CFRE Fund Development & Philanthropy Best Practices

2. “fundraising isn't a simple process of begging -- it's a process of transferring the importance of the project to the donor." Hank Rosso

3. Philosophy of Fundraising  Organizations Exist for a Reason

4. Philosophy of Fundraising  To Govern or Not to Govern  Mission Enforcers  Resources

5. Philosophy of Fundraising  Institutionalizing Fundraising

6. Philosophy of Fundraising  Gift Making as Voluntary Exchange No arm twisting!

7. Philosophy of Fundraising  Substituting Pride for Apology

8. Philosophy of Fundraising  Fundraising as a Servant to Philanthropy  Meeting the needs/wishes of donors and adding greater meaning to their lives;  Invitation to give is a guide

9. Philosophy of Fundraising  Organizations Exist for a Reason  To Govern or Not to Govern  Institutional Fundraising  Gift Making as Voluntary Exchange  Substituting Pride for Apology  Fundraising as a Servant to Philanthropy

10. Some Definitions MISSION A philosophical value statement expressing the reason the organization exists Note: do not confuse mission statements with statements of goals or objectives

11. Some Definitions PHILANTHROPY Voluntary action for the public good, including voluntary service, voluntary association, and voluntary giving *as used at the Center of Philanthropy (IU)

12. Some Definitions PROSPECT/PROSPECTIVE DONOR Any logical source of support, be it an individual, corporation, organization, government, or foundation

13. Some Definitions GIFT A voluntary, irrevocable transfer of something of value without consideration (that is, without receiving anything tangible in return) at the time of transfer or at any time in the future

14. Some Definitions CONSTITUENCY All people who have in some way been involved with the institution seeking support; consists of members, contributors, participants (past or present), clients and relatives of clients.

15. Exercise Break into Groups Pick Nonprofit Organization Same amount of organizations as are in your group Should do some fundraising Local Mission Review http://www.rifoundation.org/CommunityInitiatives/InitiativeforNonprofitExcell ence/ToolsforNonprofits/DirectoryofNonprofits/tabid/717/Default.aspx

16. Exercise Report Out Write on Board

17. The Case – “Why Should Someone Give?” ANSWERS THESE QUESTIONS:  Why does the organization exist?  What services or programs does the nonprofit provide to meet the needs (or solve the problem)?  Why should prospective donors provide gifts, and what are the results of those gifts?

18. Exercise Example - http://www.bbbsos.org/about_misionVisionValues.html Back into your groups Select two nonprofits and answer “Why Should Someone Give?” Report Out

19. How do we raise money?

20.  Fundraising Letters (direct mail appeals)  Fundraising Events  Grants  Corporate Gifts/Sponsorships  Planned Gifts (bequests)  Telephone/texting  Internet Strategies  Cause related marketing

21. How do we raise money?

22. No two organizations are alike

23. Where does the money come from?  Individuals  Foundations  Corporations  Planned Gifts/Estates  Government

24. Where does the money come from?

25. Where the money goes

26. Assignment – due 6/11/13 Be prepared to answer: 1.How much money your organization raised (fundraising revenue) in the most recently completed fiscal year 2.Percentage breakdown of that revenue: % Individuals % Foundations % Corporations % Bequests

27. Assignment – due 6/11/13 Be prepared to answer: 1.How much money your organization raised (fundraising revenue) in the most recently completed fiscal year 2.Percentage breakdown of that revenue: % Individuals % Foundations % Corporations % Bequests

28. What they don’t teach you in college! COMMUNICATION:  Email etiquette  Telephone etiquette  Leaving messages that create results  Following through

29. Building Your Professional Brand  Linked In  Facebook  Know your Online Persona (Google yourself) Any takers to try it out?

30. Building Your Professional Brand Selling Yourself Exercises to help: Writing your Obit Personal Marketing Plan Product = You! Price = Pay/Benefits Place = Location/Surroundings Promotion = How you want others to perceive you

31. For Next Week… 1.How much money your organization raised (fundraising revenue) in the most recently completed fiscal year 2.Percentage breakdown of that revenue: % Individuals % Foundations % Corporations % Bequests Assignment #1 Assignment #2 Assignment #3 Create a Linked In Profile Send me an invitation to join your network Start your Personal Marketing Plan